Priceless coaching program

I totally agree with you, just because I'm in the "customer side" and not knowing what the price of mentoring or coaching programs will be cuts off my enthusiasm for joining in.

Lets hear what other fellow warrior have to say about it, and maybe change what marketers think about the whole process.

Sounds like a Timeshare presentation.

This process is highly suspicious because it isn't about building a relationship of trust with the lead. It's the opposite in fact. The high pressure, low information environment the potential customer is being routed through breeds mistrust.

In my opinion, it's better to build a rock solid relationship of trust with the lead first and the best way to do this is to be completely open and honest.

Unless you know that the person with whom you will be working is the "Real Deal", and it is a top-of-the-line coaching program, and money is no object, then I would say go for it - maybe. You don't want a "Bait and Switch" where you find out that you will be working with an "Associate". With this type of selling tactic a switch would not surprise me

There are some really good programs out there; some of these programs are more expensive than others. You will know who you will be working with, and you will know the price ahead of time. Can't guarantee that there won't be an upsell, but you would at least know the price.

Marcia,

At the first Warrior Event way back when, I met a fellow there who talked with me about doing exactly what you have found. He liked the sales model of having an initiator contact the wannabie IMer, to pre-qualify (see if there is any credit left on his charge card), then base the fees charged upon that conversation when he sends in a "closer" to talk with the victim - I mean potential customer.

I wound up on the email/phone list of a business trying to sell IM training to me 4 or 5 years ago. It was the same kind of program. The people who would call me, were there to qualify me, but they couldn't give me a price, because they didn't know the price. Yeah. Right!

After about a year of these calls, I finally got it out of one of the callers that the price varied between $3,000 and $10,000 depending upon what I would agree to.

Jeff Paul, John Beck, and John Anderson found themselves in a kettle of hot water when the three of them hired a "coaching" company to sell coaching. The coaching folks were doing the same nonsense, and they were all taken down by the FTC.

As the Teletubbies would say, "Run away. Run away."

:-Don

idk maybe because I am in advertising, but I find that if I can't find the price right away I instantly get annoyed and begin searching for another solution to my problem.

I also hate videos that I can't fast forward...

- Jonathan Webb

Marcia,

I went through a similar process twice when I signed up with coaching with two different coaching programs at a high investment.

I was taught the exact same strategy and what I learned is that the reason behind this is that when you speak to someone, it's not about the 'high pressure tactics', but more to do with revealing whether or not the person is committed to the program, whether they want it enough and to check if its the right fit for you.

Both times, I never once felt pressured to buy anything (although I have spoken to countless others who say the opposite) - rather it was to ensure I was doing the right thing.

Marketers also use this technique to eliminate time wasters who are looking for the next shiny object to fix their problem or are looking for someone to 'do it for them' - basically to eliminate those who aren't willing to work towards their results and would look for someone to blame if their investment didn't work out.

There's also another point of view - that of the marketer - they are determining whether or not THEY want to work with you! Those who are doing very well in their business have the luxury of turning down 'high drama' clients and those clients they see as hard work and draining. You usually know when speaking to someone whether you could work with them or not.

I totally get why this works. I guess it depends on what's being sold. People have different experiences. If it didn't work, then coaches wouldn't use it.

I went through a funnel like this recently.

I was attracted by the copy.

The funnel included a series of 10-16 emails which pre-sold the program. He only revealed the offer right at the end.

I chose to enter the funnel from an educational point of view and educational it certainly was.

I agree that not stating the price, can be a bit off putting however I can also understand why it's done.

It's more of a qualification process.

This way the marketer hears only from people that are serious about their offer.

Copywriters use it both in their copy and their marketing efforts as well.

If one looks at these types of coaching programs from a negative mindset then that might prevent them from a new world of possibilities that exist.

Possibilities that exist only for those who venture into un-chartered territory.

I was listening to the story of Alex Jeffreys recently.

He was working as a construction worker and was looking for a way to financial independence.

He attended a seminar held by Rich Schefren.

At the seminar he was offered a $5000 coaching program.

He had no clue that he was going to be sold a high ticket program.

At the time he didn't have the money but after hearing what Rich Schefren was offering he thought to himself I HAVE to be on that program.

So he spoke to his friends and family and raised the $5000 for the seminar.

One month later he was in profit and now he's helped to make millionaires.

If a high priced coaching program actually delivers on it's promise then whatever they're charging, hidden or not is justified.

Rather than look at it from a point of view of being ripped off, what if the price these marketers/coaches is justified and provides many more times value than what you pay for?

Do you think that all coaching programs that hide their price are rip offs or just some?

And is it possible that some of those who go on these programs actually succeed with them?

I wouldn't get offended by the process, because it's just a process that one guy might use that suits his or her business best. And yes, many people do want to talk on the phone first to determine if they even want to work with you.

In my case, I do disclose price and take a deposit before getting on the phone. At that time we both determine if we're a good fit, no high pressure. And believe me, I get picky... especially because in some cases I invite them to my home for a week for a working vacation.

In general though, coaching IMHO is the best way to get a head start. When I started I paid 5k for 12 phone calls and it's a big reason I am where I am today. Just make sure you get it from someone who has results and not some flunky in a call center making 10 bucks an hour.

If you state the price at the top of the funnel, or near the top, the potential client spends the rest of the funnel (if they even move forward after the sticker shock) in a logical state trying to convince themselves why they shouldn't invest that kind of money. And they see every interaction in the funnel as one more step in that marketer trying to wrangle that dollar amount from from them.

Same as any sales letter, if you've got a high price you usually wait on that revelation until value has been built to justify it.

Same goes for high-ticket coaching. You reveal the price too early and you lose a mass of people who would buy (and hopefully benefit from the program) if only they discovered the price in a more emotional and less guarded state of mind.

So reveal the price too early and the business model falls apart.

--- Ross

I usually only read a few blogs...here's one I was catching up on and just happened to come across this post again about putting your prices on a website.

You might find it entertaining.

Ashley is a successful female copywriter, but be warned, she uses graphic language.

List Your Prices (THE RIGHT WAY) (Calling All Photographers.) (Hedgehogs Welcome, Too.) | the middle finger project

Let me come at this from a different angle. There are three big reasons I can think of not to divulge price prematurely.

Having a stated price for coaching services commoditizes the coach--regardless of how high the price.

By not having a stated price, the coach is implicitly telling the market "I refuse to be seen as a commodity. You can not commoditize me."

Obviously at some point the price has to be revealed or negotiated. But not until the situation and needs are understood and the value has been acknowledged, or at least fully presented to the potential Client.

If you see this as manipulative, you're probably better off blazing your own trail up success mountain. Because you'll make a terrible Client, always second guessing the coaching. And then blaming the coach for lack of results.

I'll give you a quick case in point. I've been involved with more than a few ultra-expensive coaching programs.

To get the ball rolling, we sometimes have potential Clients fill out a long situation and needs assessment questionnaire. Some though wouldn't fill it out or put the time and attention into it.

Those people did not get in.

Their money was irrelevant. They couldn't follow the simplest instruction. They wouldn't take the coaching. We had proof. They wanted to do things their way.

People were shocked when we we told them no.

But why should we jeopardize our collective results, our reputation, for someone who doesn't execute as we ask?

Makes no sense.

This is a coaching program. Do what we say and you'll see results.

If you deviate, you give up the right to expect the results.

Some people may view the qualification process (without revealing price) as manipulative, when in fact, it forces focus on the most important question--"Regardless of price, can we truly help this person?"

Once that question is answered, we can take the next step. Because we all understand the situation, needs and value provided.

At that point, the potential Client can make an informed decision. He or she has all the information.

Also, with true high-end, reputable coaching programs (in other words, not boiler plated) the coach tries to leverage existing assets and resources, whatever they may be in a person. A really good coach acknowledges these assets and resources and tailors the price and offer accordingly.

- Rick Duris

Marcia, I guess the question you probably want to ask yourself is "Where is the perceived value for YOU, personally? What is the difference that will make all the difference in your relationship with a coach?

You can get lots of ideas and impressions from talking with coaches, but only you can really answer that for yourself.

For instance years ago, I engaged a very expensive coach to help me negotiate large, complex deals. She was behind the scenes feeding me ideas about approach, strategies, deal structuring, potential scenarios and communication.

After a frustrating false start, we discovered what really made the relationship work.

And that was for me to have 24/7 access to her by phone. When I called, I wanted her to drop everything and pay attention to me. Because I was in the process of negotiating some pretty big deals and time was of the essence.

It worked really well.

Of course, that type of relationship is rather unique and I compensated her accordingly. But the point I'm trying to make is immediate access made all the difference in that situation.

By your posts, it's obvious to me you want a more personal relationship similar to the one I had with my coach above. And not only do you not want to be treated like a sheep, my guess is you'll want individual, tailored coaching to you and your situation. Not templated. Not boiler-plated.

Yes, you may be given access to grounding/study materials and resources, and you may be put on at track or provided a format to use. But being able to get the coach's personal time, insight, direction and encouragement will really allow you to achieve what you want for yourself.

Good luck with your search.

- Rick Duris

PS: The other way you can go is to be an apprentice to the coach where possible. Where opportunities are brought to the table and you work on them collaboratively. Personally, I prefer this approach because you're working shoulder-to-shoulder with each other. You get past the "Do as I say, not as I do" phenomena quickly.